Peter Roberts - ICT Credentials

My experience with ICT sales channels stretches back to 1982 when, as a market analyst, dealer account manager and later product marketing manager, I supported the sales effort of Canon through many years of growth and eventual market leadership in copiers and printers.

With the outbreak of channel wars in the PC market, I moved to Compaq where I helped the indirect-only sales company to achieve market leadership in the UK, with ground-breaking co-op support programmes that gave Compaq dealers a competitive edge over more illustrious rivals.

My move to Orange in 1993, ahead of their launch the following year, began an eight year relationship with the mobile channels. I created all of the operator's dealer and distributor support programmes, including the development of the highly regarded training and field merchandising teams. I was also head of marketing for Orange Retail and oversaw the rollout of the own-brand shops, and the launch of the Orange Studio concept store in Birmingham.

In 2001 I joined KPMG as their Telecomms industry development head, supporting KPMG partners and corporate sales teams with sector experience and marketing expertise. Working through the crash of 2002 we were still able to record positive fee growth in wretched market conditions across the fixed and mobile sectors.

Today, as a managing partner in Achieving the Difference LLP, I'm able to offer my marketing and channel expertise to the ICT industry in an exciting period of technological and commercial convergence, consolidation and alliance. In my view there has never been a better time for focusing on sustainable, quality-led distribution, effective marketing support and customer service through the channels, from operator/vendor through distribution and value-added resale, to dealers and retailers and - most importantly of all - to customers and end-users.

I have also recently completed a tenure as non-executive director with a fast-growing Bristol-based technology company, providing the board with marketing advice and direction.